Yesterday sales trainer and commercial actor Drew Stevens showed us many of the ways sales and acting are similar. Today we'll continue with a few more points that will help you generate more sales - and maybe feel like you've won an Oscar in the process!
The communication cycle
Communication is imperative for every actor and selling professional. Both verbal and non-verbal skills are communication. Ensure success by emulating style, being open and articulate, asking good questions, and seeking information. Both situations include senders and receivers and each requires understanding for success.
Importance - Locating The Core Issue
Selling professionals must discover the core issues, periods, and decision makers. The core of selling is taking the risks needed and asking the difficult questions to gain the core. Similar to fitness today that uses CORE to reach individual goals, selling professionals too require core for compensatory success.
Find the events - A Series of Events
Selling situations progress from a series of events. Selling is a mosaic that requires several events to formulate the picture. Seek first to understand. Do not rush; ensure that each transaction is a part of the completed result.
Place - Remember Ghandi
A wonderful quotation from Mahatma Gandhi depicts this guidepost, "Be the change you want to see". Visualize your success, your conversations, and the occurrences with prospect. Visualization places you in the moment so that you eliminate surprises and ensure preparation. Be in the moment!
Game playing and role-playing - Play for purpose
Knowing the game and role you play helps you immeasurably to provoke conflict. Continue to remain in the moment. Know your role and how you create the events that shape closing the sale.
Mystery - Surprise, Surprise
Ask questions first to keep the client guessing. You need not offer full disclosure unless you too have useful information. The best selling professionals seek first to understand then to be understood.
"Each selling situation is similar to an acting scene," says Stevens. "Each has an antagonist and protagonist. Each has its conflicts and its desire for resolution. In addition, each requires some facade to emote decision and action. As William Shakespeare once penned, 'Sweet are the uses of adversity.' Conflict is the creation of the sales scene. Remember the conflict, build the relationship, develop trust, formulate emotion, and then close the business."
Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com
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